Pricing Manager

Diné Development Corporation•Dayton, OH

About The Position

The Pricing Manager is the working leader of DDC’s proposal pricing team, accountable for hands-on execution as well as team delivery. The role personally leads complex, strategic, high-value, or high-risk federal pricing efforts while coaching pricing analysts, allocating workload, enforcing review gates, and ensuring submissions are compliant, competitive, traceable, and executive-ready. This is a pre-award proposal-pricing role, not a corporate FP&A, accounting, program-control, or budgeting position. The manager partners with Capture, Business Development, Proposal Management, Contracts, Finance, HR, Recruiting, Program Control, operating-company leadership, and executive approvers to turn pursuit strategy into defensible pricing decisions. The role leads pricing from pre-RFP shaping and solicitation analysis through executive approval and final submission; develops and reviews Cost/Price Volumes, BOEs, pricing narratives, labor mappings, rate build-ups, and PTW scenarios; and maintains auditable models and reconciled submission artifacts. As a player-coach, the manager supervises and develops pricing analysts, prioritizes and assigns work, provides feedback, manages capacity, and serves as a senior reviewer or surge lead. The role owns pricing governance and quality assurance, including process adherence, version control, assumption logs, compliance matrices, independent reviews, audit-ready records, and final tie-outs. It also presents concise, decision-ready recommendations to executives and uses AI and automation responsibly, with appropriate human validation. Dayton, Ohio is preferred. Preference will be given to East Coast candidates based on business need. DDC is a Navajo Nation–owned family of companies providing government agencies and commercial organizations with IT, professional, environmental, and research and development services, with a commitment to empowering the Navajo Nation and the communities it serves.

Requirements

Applicants must be authorized to work in the United States without current or future visa sponsorship.
10+ years of relevant GovCon experience, including at least 5 years of hands-on federal proposal pricing; equivalent combinations of pricing, estimating, PTW, program finance, project controls, or capture experience will be considered.
Demonstrated ownership of complex Cost/Price Volumes and pricing models for competitive federal solicitations, task orders, and multi-year programs.
Demonstrated experience managing, coaching, or developing pricing professionals or comparable teams, including workload prioritization, feedback, performance expectations, and team delivery.
Strong knowledge of FAR/DFARS pricing and estimating concepts and experience with FFP, T&M/LH, cost-reimbursement, GSA MAS, IDIQ, CTA, and subcontractor pricing structures.
Advanced Microsoft Excel skills, including complex formulas, structured model design, scenario and sensitivity analysis, data validation, error checking, and executive summaries.
Ability to present complex pricing, profitability, and risk information clearly to senior and executive leadership.
Exceptional organization, judgment, and calm execution across competing deadlines and incomplete inputs.
Ability to pass a company background check.

Nice To Haves

Formal people-management experience is strongly preferred.
Prior experience as a Pricing Manager, Pricing Lead, or senior pricer at a federal contractor, with responsibility for multiple concurrent pursuits.
Experience building formal PTW assessments and using public award, GSA Schedule, BLS, ERI, or comparable market data.
Experience with GovCon ERP systems and using financial, indirect-rate, and actual-cost data to support proposal pricing and post-award handoffs.
Experience with JAMIS is preferred.
Experience supporting DCAA/DCMA-facing estimating practices, cost or pricing data, or audit-ready estimating-system documentation.
Comfort using AI and automation to improve pricing research, analysis, modeling, compliance, and quality.
Experience developing AI-enabled workflows or agents is a plus.
Bachelor’s degree in Finance, Accounting, Economics, Business, Mathematics, or a related field; an advanced degree or relevant professional certification is a plus.

Responsibilities

Lead end-to-end pricing for complex federal pursuits, from pre-RFP shaping and solicitation analysis through review gates, executive approval, and final submission.
Develop and review Cost/Price Volumes, Bills of Estimate (BOEs), pricing narratives, labor-category mappings, rate build-ups, escalation, ODCs, travel, subcontractor/CTA inputs, and required cost or pricing data.
Build and maintain clear, auditable Excel models with controlled assumptions, transparent formulas, scenario functionality, summary dashboards, and documented data sources.
Reconcile internal models, customer pricing schedules, price narratives, BOEs, approval summaries, and subcontractor/CTA positions before release.
Manage concurrent bids, quick-turn task orders, modifications, and rate-card actions; escalate capacity or schedule risks early.
Develop pricing approaches across DDC operating companies and teaming structures, balancing workshare, rates, competitive position, profitability, and execution risk.
Lead structured Price-to-Win (PTW) analysis using incumbent and competitor intelligence, public schedule rates, award history, labor-market data, likely wraps, escalation, customer affordability, and capture intelligence.
Develop conservative, target, and aggressive pricing scenarios and explain tradeoffs involving win probability, profitability, compliance, staffing feasibility, and execution risk.
Challenge labor mix, staffing, indirect rates, fee, workshare, subcontractor economics, and strategic exceptions; identify assumptions requiring validation by other functions or operating leadership.
Present executive-ready pricing recommendations covering assumptions, economic and margin impacts, risks, mitigations, and required approvals.
Use AI-assisted research where appropriate for competitive intelligence, incumbent analysis, Black Hat preparation, labor-market analysis, and PTW scenarios.
Supervise, coach, and develop pricing analysts through regular one-to-ones, pursuit debriefs, technical reviews, and targeted training.
Set team expectations and accountability; provide timely feedback, address performance or delivery issues, recognize strong performance, and support team development and ownership.
Triage and assign workload based on deadlines, value, complexity, strategic importance, contract type, model maturity, and resource capacity; establish primary and backup owners.
Serve as senior reviewer and surge lead for at-risk bids while maintaining accountability with the assigned pricing owner.
Create reusable templates, checklists, playbooks, and training to improve quality, speed, consistency, and handoffs.
Partner with the Senior Director, Revenue Operations on workforce planning, recruiting, onboarding, performance expectations, and pricing capability development.
Own adherence to pricing and executive-approval processes, including review calendars, signoffs, file and version control, records retention, and release authorization.
Ensure compliance with solicitation instructions and applicable FAR, DFARS, GSA MAS, IDIQ/task-order, and company estimating requirements; coordinate interpretations with responsible functions.
Apply second- and third-review discipline to high-value, unusual, or high-risk bids, including documented formula checks, reasonableness tests, and submission tie-outs.
Maintain audit-ready pricing files, assumption logs, basis-of-estimate support, rate sources, approval evidence, and partner/subcontractor concurrence.
Use AI and automation responsibly to improve research, analysis, modeling, document comparison, compliance, and quality, with human validation of strategy, formulas, source reliability, and final content.
Partner with Capture and Business Development to translate win strategy and customer intelligence into actionable pricing positions.
Coordinate with Proposal Management to integrate pricing schedules, narratives, and review gates into the master proposal schedule.
Work with Contracts on terms, representations, CTA/subcontractor structures, data-rights considerations, and submission compliance.
Coordinate with Finance/FP&A and Program Control on approved indirect rates, forecasts, execution assumptions, profitability views, and post-award baseline handoffs while maintaining functional accountability.
Engage HR, Recruiting, and compensation data sources such as BLS and ERI to validate direct-labor assumptions and staffing feasibility.